Account Executive*
Location: Germany
Position Purpose
The Account Executive* is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a territory of enterprise accounts (>1B. € revenue). The Account Executive* acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with line-of-business and IT decision makers in their account base. The Account Executive* effectively leverages internal resources such as Sales Engineers, Inside Sales, Consultants, as well as selected partners to successfully generate qualified opportunities, win new or build on existing business, establishing a long-term closed partnership with key customers.
Essential Job Functions
- Achieve/exceed quarterly and yearly revenue targets using approved SAG business planning, account management, opportunity management, and monitoring processes tools
- Penetrate existing and new accounts and sell to relevant decision makers (LOB and IT) with a solution-oriented approach
- Regularly meet with customers to understand their business and key drivers
- Working directly or with the Partner Manager, generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach
- Proactively facilitate territory- and account-planning and execution, including a penetration plan as well as coverage plan
- Create, qualify, develop, control and close new opportunities
- Adopt the appropriate methodology to selling (which one?)
- Create an environment of collaboration with both the customer and virtual sales team
- Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers
- Educate and inform customers on key market trends, tailor solutions to challenge their approach to key corporate priorities and create a value proposition
- Take control of the sales process rather than simply following the customer’s process
- Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities
- Keep current with developments in the particular market or industry segment
Skills and Experience
- Experience selling software or SaaS based solutions
- Understand and leverage value-based selling
- Proven track record of meeting and exceeding sales quotas
- Excellent communication skills and interaction with internal/external customers
- Experience developing and presenting clear and concise sales briefings/meetings
- Team player and able to take direction from Sales Management
- Demonstrated understanding of market disciplines, competitive landscape and current technologies
- Personal commitment, strong leadership skills and experienced working in a collaborative environment
- Target and success oriented with “can-do” attitude
- Ability to drive deal size and carry out detailed ROI analyses
- Fluent in English and German
Education
- BA/BS degree or equivalent and familiarity with internet technologies
- Basic understanding of Enterprise Integration, IoT, Business Process Management and digital transformation technology and marketplace
Key Sales Competencies
- Account Management
- Value Creation
- Negotiation Skills
- Relationship Building
- Commercial Awareness
* f/m/d – diversity matters!
Interested?
Please only apply online. Your application should include a short motivation letter, a CV and your references.
Your contact:
Michelle Benstead, Talent Acqusition Manager DACH, e-mail: michelle.benstead@softwareag.com
Jobsegment:
Account Executive, Inside Sales, Telemarketing, Sales, Bilingual